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Territory Sales Manager (Mandalay)

HEINEKEN Myanmar Limited
Pyigyitagon | Mandalay
Verified This job has been verified by the company as a real job vacancy.
04 Aug 2023
Recruiter active 3 days ago The recruiter at this company was last active reviewing applications.
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Territory Sales Manager (Mandalay)

HEINEKEN Myanmar Limited
Recruiter active 3 days ago The recruiter at this company was last active reviewing applications.
Myanmar - Mandalay
Verified This job has been verified by the company as a real job vacancy.

Experience level


Job Function

Sales, Business Development

Job Industry


Min Education Level

Master Degree

Job Type

Full Time

Job Description

  • Closely collaborate with distributor sales team, provide guidance, direction and coaching and ensuring execution follow national standards
  • Develop solid and long-term influential relationships with wholesales and key decision makers at all levels in the assigned customer base.
  • Ensure distributor follows administrative tasks on time and in full through required sales systems and processes
  • Enable the creation of an aligned annual forecast of sales for each brand, by month. Estimate demand arising from seasonality and activities planned by the company. Provides timely inputs as new information becomes available. In reviewing forecast accuracy, is able to explain why actual sales vary by more than 10% of the sales estimates
  • Review journey plans every six months. Defines calls, call frequencies using GAME, and allots appropriate travel and call time using best call time. Sequence each call by day, using a recognized method of route planning. Monitors adherence to the plan
  • Use a number of questioning techniques to identify relevant customer needs and uses a prepared opening statement to engage the customer's interest. Present features advantages and benefits of the proposition effectively, using selling tools. Summarize key customer benefits succinctly before closing, using an appropriate closing technique
  • Engage in structured negotiations with a customer, explaining value of proposition before negotiating, trading variables in order of priority. Trade concessions in return for something of value, using a range of tactics to achieve goals. If agreement is made, confirm and agree details. If not, agree next steps
  • Coach all sales staff of distributor at least one day in each month using IFCAD process. Maintain detailed records of individuals' progress and use these to plan for upcoming coaching sessions and to identify additional development opportunities
  • Always follow customer service standards and policies. Customers provide positive feedback on customer service. Identifie opportunities to improve customer service and works with appropriate stakeholders to make improvements
  • Consolidate the contents of daily, weekly and monthly reports at the end of each month. Analyse these reports to identify opportunities to increase distribution of Opco's brands, improve A2QVP2 execution in-outlet or to increase average sales per outlet. Develop targets for the coming month. Shares these targets with the sales team
  • Update standardized customer folders monthly. Include facts on customer's organization, strategies, and objectives. Analyse customer's business performance as a whole and in relevant categories. Details company's objectives, strategies and plans for customer and analysis of company's performance against them
  • Act as entrepreneur and identifies and capitalizes on horizontal and vertical growth opportunities
  • Assess and approves investment opportunities related to draught beers and other cold equipment, promotions, POSM investments, trading terms
  • Oversee and control trading terms negotiations and agreements with retail outlets
  • Actively support in inventory management of distributor by evaluating stock vs market demand and ensures stock levels are optimal and guarded in best manner to ensure quality standards are respected
  • Plan, prepare and manage monthly and bi-monthly performance review meetings with distributor and sales staff to ensure KPIs are evaluated and improvement areas are addressed moving forward
  • Prepare and review management support fees 
  • Actively drive sell out to retail outlets to optimize stock levels in market with highest possible numeric distribution
  • Embed, maintain and improve the usage of HML processes and systems at distributor level to ensure compliance to national defined ways of working

Open To


Job Requirements

Education & Other Qualifications :
• Bachelor Degree in Business administration or related field
• More than three years working experience with Sale field

Experience & Knowledge :
• Excellent skills in Microsoft Excel, and Power Point
• Excellent Self-motivated, interpersonal and communication skills
• The ability to lead the implementation of innovation
• Excellent management skills; effective team-builder with high accountability for his/her actions
• Ability to supervise and guide assigned staff to achieve task objectives, including organizing, prioritizing, and scheduling work assignments
• Ability to maintain performance expectations given limited resources

Language :
• Business proficiency in English
• Myanmar is a must

What We Can Offer


* Health Insurance
* Group Life Insurance
* Short-Term Incentive Plan
* Mobile Allowance
* Sales Incentive
* Vehicle with Fuel


* International Standard Working Environment
* Sat/Sun Off
* Brew a Better World with us
* Safe and Comfortable workplace

Career Opportunities

* Personal Development Plan
* Develop Leadership Skills with high professional mentors, managers, and coaches
* Ongoing Training & Development Plan